Signs That Your Buyer is Not a Good Fit for your Business

Signs That Your Buyer is Not a Good Fit for your Business

Traditionally, buyer-seller relationship was never great. Salespeople are still doing an old school method in selling. They use aggressive and selfish techniques to win a business which buyer decided to do something in to make sure they were not scammed.

In modern sales, salesperson and vendor can create and choose their own ideal customer for their business. Before even creating a brand or a product, businesses already know who their buyers are. Why? Because every time there’s a new customer who don’t see the value of the product, their bad experience reflects you and your company. Knowing who is the right customer for your business ensures a long and healthy relationship with your customers.

Salespeople should always be careful to evaluate their prospects at every stage of the process so they can provide the best outcome for their prospect and their company. Some of the characteristics and behaviors that define a good-fit buyer are obvious, while others are a bit more nuanced.

Let’s evaluate every stage in your sales cycle and find out the indicators that you have a poor buyer for your business.

#1: Prospecting is the stage in your sales process wherein you identify your potential customers.

Signs:

  • The location of the prospect is not within your target area
  • The type of industry does not fit your target market
  • The company size is larger or smaller
  • The company revenue is higher or lower

You might also like: How to Get rid of Dead Leads on Your Database?

#2: Presentation or discovery is the part where you ask questions to know more about.

Signs:

  • They don’t have any need for your product or service
  • They’re happy with what they have for now
  • They have a third-party company who provides them with the same product or service
  • They don’t have any issues or challenges with their current setup
  • They have areas that they would like to improve don’t have budget for a new project. 

#3: Proposal is the part where you introduce to the prospect the features of your product or service and how it can benefit them.

Signs: 

#4: Negotiation is where you try to customize your product or service to your prospect’s needs or if you want them to renew their contract.

Signs:

  • All answers of prospects are; “We don’t need that”, “We’re okay”, “We’re not interested”, “No, thank you”.

#5: Closing is where you get the commitment of the prospect to buy your product or consider your service.

Signs:

Using these signs, you will be able perfect your lead qualification process and identify if there’s an opportunity to promote your product or service and eventually turn this prospect into a buyer that is fit to your business.

Updates: Callbox on Money Mind Singapore: What a CEO Had Known About the Philippines

 

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Why You Should Not Settle with Cheap Telemarketing Services

Why you should not Settle with Cheap Telemarketing services

Letting your target audience be aware of your product or services can be a challenge and reaching out to potential customers is expensive and time consuming. Making calls, looking for target prospects, marketing your products or services needs effort which can take away your employees productivity on their main responsibility.

Telemarketing is the fastest way to communicate with your prospects and provide them information about your product before they can be influenced by others. However, there are a lot of telemarketing companies who offer pay per lead or appointments and claiming they can provide the same quality of service at a cheaper price.

Related: Customize Cold Calling Script to Earn More Appointments in Singapore

When looking for a telemarketing company for your business, you want someone that can provide you with the services that fits your organization’s needs to ensure the success of the campaign. In order to improve the status of your business, consider having a telemarketing company to do lead generation campaigns for you but never settle for a cheaper service just to help you save money. Low quality of service can ruin your business.  

Related: It’s NOT the End of The World: Nor ‘Telemarketing’ in Singapore!

Here are some reasons why companies should not settle with cheap telemarketing service.

They don’t have database to use.

Having the right database to call is important in every telemarketing campaign. Cheaper telemarketing services don’t have database for you to use, which means you’ll be the one to provide this for them.  This is time consuming time consuming.  At the same time, additional money from your pocket since you’re going to purchase or rent the database to use.

Poor Quality of Service.

As what the saying “You only get what you paid for” goes, cheaper service means poor service. If you want your company to leave an impression, the sales reps who will represent your company should be professionals. Companies who provide good quality service invest on their people. They hire professional, highly trained salespeople who are experienced to handle different types of calls for you business.

Related: The Many Pleasant Responses in Calling Irate Prospects in Singapore

High volume of appointments or leads but with poor quality.

There are a lot of telemarketing companies who provide large number of leads or appointments but with poor quality.

Related: The ‘PERFECT’ Time to Call a Prospect in Singapore

Not having the right tools to monitor your campaign.

Having the right tool is essential in the success of a campaign. Cheap telemarketing services ask their clients to pay less because they don’t have enough resources to manage, monitor and nurture their leads and appointments. They only provide leads and appointments at the end of the campaign. All of which cannot be considered as a good qualified leads than can be converted to actual sale.  

Check out Callbox Lead Management and Lead Nurturing Tool!

Good telemarketing service is important as it helps generate sales-ready leads for your business. Leads generated by a telemarketing company are the lifeblood of every business.  Companies want what’s best for their business. Money spent on telemarketing pays off handsomely in almost every case. So never settle for a cheaper telemarketing service that doesn’t guarantee good quality service for your business.

 

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How Marketers can Solve Marketing Challenges the Easy Way

 

How Marketers can Solve Marketing Challenges the Easy Way

The top three challenges for marketers this year would be new business development, lead quality, and demand and lead generation.

This is from the 2015 State of B2B Marketing, a report published by Salesforce that recognizes the important things companies care the most. And with these challenges in mind, they care a whole lot about solving them.

For Salesforce contributor Jena Hanington, these challenges can easily be overcome through marketing automation:

Challenge 1: New Business Development

First and foremost on our list of challenges is “new business development.” At many organizations, generating new business is primarily associated with sales, but the reality is that marketing has a huge role in generating revenue as well. By running integrated campaigns that fill the funnel with high-quality leads (more on this in the next section), marketing can contribute its own source of revenue to the company’s bottom line.

Marketing automation gives marketers the ability to track these revenue sources and attribute closed deals back to the campaigns that created them. Not only can marketers run campaigns that help bring in new business, they can also get credit for their work — and track the overall impact of marketing and sales efforts on their revenue.

Related: The BEST Answers for Frequently Asked Questions in Marketing Automation

Challenge 2: Quality of Leads

This year, the focus continues to shift away from lead quantity and toward lead quality. As we’ve covered on our blog before, eschewing lead quality in favor of lead quantity can often do more harm than good. You may be sending your sales reps more leads to work, but the likelihood of any of those leads turning into closed deals greatly decreases.

Instead, B2B marketers can implement a lead scoring and grading system to better qualify leads. With such a system in place, you can ensure that leads that get assigned to sales meet a minimum threshold, i.e. that their interest level is high enough to warrant follow up, and that they fit your ideal prospect profile. This gives sales more confidence in the leads that are coming from the marketing team, and can go a long way toward putting these two departments on the same team.’

Related: Callbox Answers the 4Ws and 1H of a Qualified Lead

Challenge 3: Demand and Lead Generation

The third challenge on marketers’ plates is demand and lead generation, which goes hand in hand with the first two items on our list. Before leads can be qualified and passed to sales, and before they can turn into closed deals and get attributed to marketing’s campaigns, they need to be generated.

Lead generation is actually one of the primary uses of a marketing automation platform, and can be facilitated through landing pages and forms. According to the 2015 State of B2B Marketing, 66% of marketers are currently using their corporate website as their primary digital marketing channel (and 61% of those marketers consider this to be an effective means for lead generation).

See the full post here.  

 

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Discovering New Demand Generation Opportunities Using Four Simple Ways

Discovering New Demand Generation Opportunities Using Four Simple Ways

For this post, we are featuring the four essential steps to effective demand generation.

ALEA Group CEO Louis Foong mentions the Blue Ocean Strategy, a method mirroring the expeditions of the great explorers of old. To get to the gist of it, the approach encourages marketers to be more adventurous in terms of discovering new areas of opportunity and establishing a firm foothold in their respective markets.

For Foong, “In the demand generation landscape, I think it is time to embark on a new expedition. We need a strong and focused infusion of the ‘Lewis and Clark’ spirit of discovery.”

Here are the four points for achieving just that:

1.        Using the right tools and frameworks to empower your lead generation campaigns: By this I don’t mean automation. In fact, as I said recently, you can’t use a cannon to kill a mosquito. What you need is a set of tools, a sound process and a customized framework that takes into account your specific offering and how best to present it to your target buyers.

2.       Maximize opportunity while minimizing risk: This goes back to the age-old wisdom of test and learn. You have to be able to test the effectiveness of your campaign strategy and the tools you are using to measure the results and ROI. Here is an outstanding tool that allows B2B companies to maximize opportunity with minimum risk. Take a look at the Heroes & Lifeboats Program and their extraordinary HeLP Networks platform. It lets you amplify your results without increasing your marketing budget.

3.       Pursue differentiation and low cost: Buyers want to see innovation, they crave differentiation, but rarely are they willing to pay a higher cost for it. As marketers, our challenge is to deliver true differentiation AND offer it at a lower cost. Coming back to the example of HeLP Networks, this platform empowers corporations to reach out across the vast ocean of unexplored online territory at a fraction of the cost involved with using established networks like Google, Yahoo, Bing, etc. See how their simple, yet robust technology works.

4.        Build execution into strategy: Among the more common problems afflicting lead generation programs are: the complexity of tools, mountains of data across multiple sources, a tunnel view of the lead generation process and lack of capability to execute effectively and gain real-time intelligence and insights. What is required is a clear, 360° view of the lead generation process—one of the key reasons why MyLeads2Go has seen tremendous and very quick success in the market.

Read Foong’s full article on Business2Community.com.

 

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Demand Generation Solutions for Startups

Demand Generation Solutions for Startups

SMEs are at the bottom of the B2B food chain. The obvious reason is that they only possess limited financial resources to mobilize their lead generation and appointment setting arm. More importantly, they struggle with increasing brand visibility and market awareness.

Indeed, small-scale B2B businesses confront a plethora of difficulties in their demand generation efforts, not involving campaign finances alone. A business manager also needs to consider choosing the best marketing channels that offer advantages in terms of generating qualified lead traffic and ensuring a steady flow of revenue.

And while it is easy to use social media as a primary lead generation tool, B2B marketers should consider other content channels as well. After all, in terms of B2B marketing, social media constitutes only a small portion of business success.

For better growth possibilities, take into account the following strategies for better brand awareness.

Trade shows. Not only trade shows, but events that feature real-time customer interactions are presently crucial. Judging from different surveys that were posited by reputable marketing institutions, events like seminars and trade shows are listed to be the most effective channels in terms of fostering quality B2B relationships. Also, SMEs can still go around their budgetary constraints by attending events, allowing for increased brand awareness and networking with other industry players.

Webinars. If attending events is not your thing and you want to hold your means of direct audience interaction, then webinars can be viable options for demand generation. They entail lesser costs compared to conferences and seminars, but their main strength lies on its enabling you to engage potential B2B partners regardless of geographical location. In fact, you can conduct a webinar in the comfort of your own home. Just make sure that you have invited the right people to “attend” and provide them with more information than they could expect.

Slide presentations and infographics. Recent marketing reports show that visual content has become more prominent, owing to the fact that most decision makers prefer eye-friendly informational material particularly espoused by infographics and slide presentations. These components simplify complex business operations and present solutions in a straightforward manner that comes off as compelling. It is in this respect that marketers selling software solutions should consider visual material for their blogs.

To boil this all down, it is not necessarily that small-scale B2B companies cling solely to social media. Given several opportunities available, business managers should understand that the key for expansion is to tap every available option.

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